Its time we bought high school seniors a house, rather than college debt. It’s time for a radical rethinking of the best ways to prepare our children for the future. Especially the children with more than 1 trillion dollars in collective debt. Whereas the...

How can Santa’s list help you grow your business next year? For twenty-plus years we’ve conducted a simple exercise at the end of each year. We review all of our products, services, marketing and internal efforts – and even a list of our closed...

Great salespeople establish the need first, then propose the solution. Terrible salespeople just start talking. Here’s a call I just received today from a “voice-over-the-internet” phone company: Salesperson: Mr Ferrara, we’re calling to sell...

Originally published November 2012; Edited November 2016 It’s easy to spike the ball when you win. But how we react to setbacks is an important indicator of our long term success. On the morning after the national election, probably half the nation is upset they...

It’s not just how you attract new customers that matters. How you part with those you can’t help is just as important. Here’s why. Two years ago I went shopping to lease a new car. After doing all my internet homework, I went out for a day of test...